Key Account Manager

michelinhr; Petaling Jaya; On-site; MYR 120,000 - 180,000; Full time

Job summary

Michelin Malaysia is seeking a motivated Key Account Manager to grow the business portfolio with direct customers, dealers, and professional end-users across Malaysia. You will cultivate strong customer relationships, identify new opportunities, and work with cross‑functional teams to deliver tailored value propositions and successful product launches.

The role emphasizes strategic account planning, market intelligence, and collaboration with Sales, Marketing, Supply Chain, and Finance to drive

Responsibilities

• Gather and analyze customer information to understand needs, requirements, and business drivers.
• Monitor and strengthen customer relationships, incorporating feedback and lessons learned to improve future interactions.
• Identify and generate new business opportunities by tracking industry trends, conducting market research, cold calling, and securing appointments.
• Build strong internal and external partnerships, fostering trust, collaboration, and proactive problem‑solving.
• Expand customer buying centers and use cases while leading the account planning cycle to ensure customer needs and expectations are consistently met.
• Develop and deliver communication and training initiatives to keep sales and marketing teams aligned with product launches and organizational strategies.
• Streamline account management processes and procedures to optimize efficiency and achieve sales objectives.
• Develop and execute sales action plans to target leads and convert them into business opportunities.
• Manage assigned territory by effectively allocating time and resources.
• Build and maintain mid‑term territory and account development plans.
• Collect and share competitor and market intelligence to inform strategy.
• Maintain and regularly update a customer target list to ensure focus on high‑potential accounts.
• Support strategic lead generation initiatives and identify profitable growth opportunities in key markets.
• Monitor and manage partnership agreements to ensure alignment with business objectives.
• Influence and manage partnerships to deliver multiple shared goals.
• Analyze complex business information, identify trends, and determine root causes of issues that may impact performance.
• Position the company's products and services competitively within the market.
• Monitor related industries and assess their potential impact on the organization.
• Align product knowledge with customer needs to create tailored value propositions.
• Provide support in troubleshooting product-related issues to ensure customer satisfaction.
• Conduct formal negotiations with internal and external stakeholders, securing mutually beneficial agreements.
• Apply negotiation strategies tailored to each party's priorities and interests.
• Develop and execute customer and channel promotions/programs that leverage brand insights and consumer preferences to drive demand.
• Collaborate with sales strategy and planning teams to ensure accurate forecasting, opportunity maximization, and delivery of organizational objectives.
• Identify and capitalize on business opportunities based on deep knowledge of clients, markets, products, and services.
• Coordinate business planning activities across functions and stakeholders to ensure alignment and effective execution.

Job description

Key Account Manager - - - - - - - - - - - -

Inspire Motion for Life with Michelin!

A pioneer of engineered materials, Michelin is building the world's leading manufacturer of life-changing composites and experiences.

Join our Michelin Malaysia as a Key Account Manager , Malaysia based today to move your career forward, unlock exciting opportunities, and be part of a world-class organization committed to a better, more sustainable world.

WHY MICHELIN APAC?

Career Progression: Start your career adventure and build the skills and experience to develop in new directions.

Wellbeing and Inclusion: At Michelin Malaysia experience a supportive, inclusive culture that creates space for collaboration and new ideas.

Become A Player In A Dynamic Global Brand: At Michelin, we deliver products and experiences that transform everyday moments into extraordinary ones. Join us on our journey to innovate, and contribute to exciting projects that impact our world.

OUR SALES TEAM

At Michelin, Sales is not just about selling products - it's about creating long‑term value for our customers, accelerating sustainable growth, and shaping exceptional customer experiences.

Across Asia Pacific, our Sales teams are at the forefront of the business, partnering closely with Marketing, Supply Chain, Digital, HR and Finance to understand customer needs, unlock growth opportunities, and deliver differentiated solutions. We operate in diverse markets, combining local proximity with global expertise to serve customers across multiple segments and channels.

We are building a best-in‑class, customer‑centric and digitally enabled Sales organization , leveraging data, CRM tools, and strong commercial capabilities to drive performance and impact. Here, you will be encouraged to take ownership of customer relationships, think strategically, and continuously develop your professional skills.

MISSION :

To develop and grow the business portfolio (by geography, market segment, or customer type) through the sales of products, services, and solutions to direct customers, indirect customers, professional end-users, and dealers.

KEY EXPECTED ACHIEVEMENTS :

Account Management

• Gather and analyze customer information to understand needs, requirements, and business drivers.
• Monitor and strengthen customer relationships, incorporating feedback and lessons learned to improve future interactions.
• Identify and generate new business opportunities by tracking industry trends, conducting market research, cold calling, and securing appointments.
• Build strong internal and external partnerships, fostering trust, collaboration, and proactive problem‑solving.
• Expand customer buying centers and use cases while leading the account planning cycle to ensure customer needs and expectations are consistently met.
• Develop and deliver communication and training initiatives to keep sales and marketing teams aligned with product launches and organizational strategies.
• Streamline account management processes and procedures to optimize efficiency and achieve sales objectives.

Opportunity Management

• Develop and execute sales action plans to target leads and convert them into business opportunities.
• Manage assigned territory by effectively allocating time and resources.
• Build and maintain mid‑term territory and account development plans.
• Collect and share competitor and market intelligence to inform strategy.
• Maintain and regularly update a customer target list to ensure focus on high‑potential accounts.
• Support strategic lead generation initiatives and identify profitable growth opportunities in key markets.
• Monitor and manage partnership agreements to ensure alignment with business objectives.
• Influence and manage partnerships to deliver multiple shared goals.
• Analyze complex business information, identify trends, and determine root causes of issues that may impact performance.

Product, Service & Industry Knowledge

• Position the company's products and services competitively within the market.
• Monitor related industries and assess their potential impact on the organization.
• Align product knowledge with customer needs to create tailored value propositions.
• Provide support in troubleshooting product‑related issues to ensure customer satisfaction.

Negotiation

• Conduct formal negotiations with internal and external stakeholders, securing mutually beneficial agreements.
• Apply negotiation strategies tailored to each party's priorities and interests.

Customer Value Management

• Develop and execute customer and channel promotions/programs that leverage brand insights and consumer preferences to drive demand.
• Collaborate with sales strategy and planning teams to ensure accurate forecasting, opportunity maximization, and delivery of organizational objectives.
• Identify and capitalize on business opportunities based on deep knowledge of clients, markets, products, and services.
• Coordinate business planning activities across functions and stakeholders to ensure alignment and effective ex